FCM - Director of Enterprise Sales NY

Director of Enterprise Sales

FCM takes a holistic approach to corporate travel, specializing in managing national and global travel programs for medium and large businesses. Ranked as one of the world’s top five travel management companies, it has a business network in over 97 countries and global headquarters in London, Brisbane, Singapore and New York. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local expertise and global experience to provide clients with a truly bespoke experience.

Established in June 2004, FCM has been named World’s Best Travel Management Company for eight years running at the World Travel Awards.

• Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
• Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
• Well networked and strong communication skills. Ability to develop and cultivate multi‑level business relationships with senior stakeholders and key decision makers across organizations and global markets.
• Detailed capture planning and creative approach to account acquisition strategy based on understanding of client business, travel program strategy and objectives.
• Articulate FCM differentiators and create compelling value propositions to key stakeholders and C‑suite decision makers including customized solutions, service configuration and appropriate technology products.
• Partner and collaborate with regional sales counterparts and cross‑functions to formulate joint strategies to effectively communicate and win at global scale.
• Participate in sales and marketing initiatives, represent the FCM brand at major industry events, conferences and trade shows.
• Results driven, motivated to achieve and exceed results against set objectives and revenue targets. Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan.
• Manage multinational contract negotiations and seamless handover, onboarding, operational and business success teams.
• Represent FCM at major industry events, conferences and trade shows.
• Contribute to a safe, inclusive, and accessible work environment where all Flighties feel welcomed, respected, and supported to thrive.

• 10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise‑size multinational customers.
• An existing book of relevant contacts at flagship companies, ability to get key meetings and close leads.
• Extensive experience as an individual contributor to targets with strategic & consultative selling expertise.
• Track record of success running high value complex sales cycles end‑to‑end in the corporate travel sector including technology sales.
• Exceptional communication and presentation skills at C‑Suite and senior stakeholder level.
• Excellent contract/commercial negotiation skills for high value multinational accounts.
• Proven ability to meet deadlines, exceed revenue targets and grow account base.
• Demonstrated success building relationships across internal and external organization.
• Solid computer skills including MS Office;
  Word, Excel and Power Point and proficiency in all sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO).
• Ability to travel nationally and internationally to meet the demands of the role.
• A Bachelor's degree is preferred; however, a candidate will be considered if he/she has outstanding and proven sales experience.
• Demonstrates understanding of the FCM business and competitive landscape, can determine what opportunities are a good fit and how to position FCM’s value.

• Have fun: At the heart of everything we do at Flight Centre is a desire to have fun.
• Reward & Recognition: Celebrate the success of yourself and others at our regular Buzz Nights and at the annual Global Gathering.
• Use your smarts: Our people use their quick thinking, expertise, and tenacity to always figure things out.
• Love for travel: We were founded by people…